Partner Sales Manager - Databricks

Partner Sales Manager - Databricks

Resultant is a modern consulting firm with a radically different approach to solving problems. We don't solve problems for our clients. We solve problems with them. Through outcomes driven by data analytics, technology solutions, digital transformation, and beyond, our team works with clients in both the public and private sectors to solve their most complex challenges. We start by learning as much as we can about who they are, how they work, and what they're striving for so we can feel their problems as our own. Partnering with our clients means their desired outcomes are always top of mind, their challenges and strengths guiding our efforts. We build client-focused relationships before we build unique solutions that blaze past expectations. Originally founded in Indianapolis in 2008, Resultant now employs more than 400 team members who operate from offices around the United States including Indianapolis and Fort Wayne, Indiana; Columbus, Ohio; Lansing, Michigan; Denver, Colorado; Dallas, Texas and Atlanta, Georgia. We're Resultant. Clients partner with us to see a difference. People join us to make one.

Job Description

WHO YOU ARE?

FIRST A COMMERCIAL DATABRICKS SELLER

You have lived in this ecosystem. You sold Databricks into commercial enterprises - either at Databricks on the commercial or enterprise field team, at a Databricks SI partner, or at a competing platform where you ran into Databricks every quarter. You speak fluently about the Data Intelligence Platform, Unity Catalog, Delta Lake, Mosaic AI, Genie, MLflow, and deployment on AWS, Azure, and GCP. You bring named-account relationships with commercial CDOs, CTOs, VPs of Data Engineering, and heads of AI/ML. You also know the Databricks private-sector field organization sports and gaming, financial services, healthcare, and consumer and industrial manufacturing and understand how AEs and SEs evaluate and activate SI partners.

SECOND A PROVEN ENTERPRISE SELLER

On that foundation, you bring the discipline of a senior enterprise hunter. You have a multi-year track record of attaining $3M+ in new bookings, closing complex multi-stakeholder pursuits with 5+ decision-makers across business, technical, security, and procurement leadership, and running clean MEDDPICC, Challenger, and Strategic Selling motions. You forecast accurately, qualify rigorously, and co-sell credibly - you understand how to register a Databricks deal, when to bring in the right Databricks AE, and how to share-shift opportunities with cloud partners (AWS, Azure, GCP) without burning bridges. You have managed ISV and cloud partner relationships, not just internal sales roles, and you are equally comfortable owning a pipeline number and building partner relationships that feed it.

THIRD AN OUTCOMES-FIRST OPERATOR

You sell business outcomes, not platform features. You frame Databricks-anchored solutions in the language your commercial buyers actually use - revenue recovered, churn reduced, fraud losses cut, time-to-insight compressed, and AI models shipped to production. You design every first engagement - whether a Mosaic AI proof of value, a Unity Catalog migration, or a real-time analytics pilot - with explicit intent to expand into a multi-year enterprise data transformation. You partner with Resultant's delivery and solution architecture teams early in every pursuit, ensuring what you sell can be delivered with excellence.

Sales & Commercial Ownership

• Own the Databricks Commercial vertical. Build a named-account list of 2550 target mid-market and enterprise commercial accounts across financial services, healthcare, manufacturing, or retail. Experience with sports/entertainment and gaming is a big plus for this role. Map CDOs, CTOs, data engineering leaders, AI/ML heads, security leads, and procurement officers in each.
• Originate qualified pipeline. Lead with personal network activation, Databricks field team engagement, Databricks Summit presence, cloud marketplace partnerships (AWS, Azure, GCP), and disciplined account-based outreach. Own a quarterly pipeline contribution target tracked in HubSpot.
• Lead complex pursuits. Run multi-stakeholder, 312-month commercial sales cycles from first conversation through security review, legal, and contract close. Engage Resultant's Databricks engineering and solution architects early.
• Co-sell with Databricks and the cloud ecosystem. Build joint pursuit plans with the Databricks commercial field team, AWS, Azure, and GCP marketplace teams. Operate inside Databricks deal registration discipline. Understand when to bring in the right Databricks AE and how to work alongside cloud partners without burning bridges.

Partner & Alliance Management

• Own Resultant's Databricks private-sector relationships. Build and maintain working relationships with Databricks private-sector field teams: AEs, SEs, and practice leads across sports/entertainment and gaming, financial services, healthcare, and manufacturing. Make Resultant the first call when a Databricks AE needs a data and AI implementation partner.
• Develop and execute a co-sell strategy. Conduct territory mapping and account targeting with Databricks private-sector field teams. Ensure Databricks private-sector sellers have current Resultant content, case studies, and contacts at their fingertips.
• Represent Resultant in the market. Attend and speak at Databricks Data + AI Summit, Databricks field events, and vertical industry conferences (Money20/20, HLTH, Gartner Data & Analytics Summit). Contribute thought leadership and become a recognized voice on enterprise AI and data platform modernization.
• Build partner-facing collateral. Create one-pagers, case studies, and reference stories tailored to private-sector verticals. Coordinate with Resultant's delivery and SA teams to keep Databricks certifications and partner portal profiles current.
• Advance Resultant's partnership tier. Coordinate with Databricks enablement programs and work toward tier advancement. Align partner activity to active pipeline in coordination with Resultant's private-sector BD team.

Qualifications

• 8+ years of progressive enterprise sales and/or alliance management experience, with at least 5 years selling Databricks (or directly competitive data platform) solutions into commercial enterprises across financial services, healthcare, manufacturing, retail, sports/entertainment, or gaming verticals.
• Active Databricks ecosystem relationships - you know the Databricks commercial field organization, the major SI partners, and the cloud marketplace teams at AWS, Azure, and GCP. Private-sector experience required; this is not a public-sector role.
• Track record managing ISV or cloud partner relationships, not just internal sales roles. Experience with Databricks co-sell, deal registration, and partner program mechanics is strongly preferred.
• Consistent quota attainment of $3M+ in annual new bookings across multi-year tenure. References on file.
• Practiced fluency in MEDDPICC, Challenger, and Strategic Selling (or other structured sales methodology). These are operating habits, not training certifications.
• Commercial procurement command: you understand enterprise SaaS/services contracting, marketplace transactions (AWS, Azure, GCP Marketplace), MSA/SOW structures, and security review processes. You have closed deals through these vehicles.
• Experience in Sports & Entertainment is a significant differentiator. Familiarity with a comparable platform (Snowflake, GCP, Azure) from a go-to-market perspective is also valued.
• Willingness to travel up to 40% - primarily to client headquarters, Databricks events, cloud partner QBRs, and Resultant offices in Indianapolis and Atlanta.
• Bachelor's degree required. Advanced degree in computer science, data science, business, or a related technical field preferred.

Additional Information

What It's Like to Work Here

At Resultant, we are driven by purposepartnering with clients to take on their toughest challenges and creating outcomes that make a real difference. Success here means lasting impact, not just delivered projects. We work as collaborative experts, leaning into complexity with confidence and humility, asking smart questions, sharing ideas freely, and combining our diverse expertise to turn challenges into clear, transformative solutions. We make our outcomes visible by sharing results, stories, and lessons learned, because growth happens through shared experience.

Accountability & Ownership

Resultant offers a flexible, high-trust environment, paired with a shared commitment to accountability:

• Take ownership of your work from start to finish and deliver on your commitments to clients and coworkers
• Communicate proactively, especially when priorities shift
• Focus on outcomes, follow-through, and measurable